Account managers keep customers happy.
Most large companies, regardless of the industry, employ account managers. Although the job title may vary, the key purpose of the job is the same: to keep clients happy. Excellent account managers are articulate, confident, professional, well-organized and client-focused.
Maintaining Customers' Satisfaction
Account managers are the lifeline between their organization and the customers. It is up to the account manager to know the issues, communicate them succinctly and accurately to internal departments, and follow them through to resolution. A number of people work behind the scenes to keep customers happy. But the critical difference is that they are behind the scenes. The account manager is truly viewed as the "face" of the company. Account managers must not only maintain a strong and trusting relationship with clients. They also need to have solid support from the co-workers they rely upon.
Deliver on Revenue Objectives
Happy customers expand relationships with vendors that make their jobs pleasant and hassle-free. Companies that employ account managers realize this, and give incentives to their account managers to sell additional products and services. After all, the account manager is in a prime position to influence the client's purchase decisions, given their frequent contact. The sales aspect of the job is referred to as a "warm sale" (versus "cold-calling") since the relationship is already established.
Provide Education
Effective account managers have a solid knowledge of their specific field. For example, someone working in insurance would probably be registered as a licensed agent. The account manager must educate the clients not only on their company's procedures and products, but also the industry as a whole. The customers look to the account manager as a trusted adviser.
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